Channel Manager

Location:

Job Summary
Primary sales support to commercial business development in all segments in generating revenue from payment services. In this role, you will be responsible for developing and executing strategies to increase sales and revenue through our channel partners. The Channel Manager role offers a unique opportunity to use a blend of business development acumen and product expertise and is designed to enhance the sales process while serving as a liaison between Business Development, Clients, Product Management, Operations, Onboarding and Vendor Partners.

Responsibilities

• Ability to drive the overall sales process and manage the pipeline for assigned partners, assigned geography or industry vertical.
• Professionally represent KeyBank and our AP or AR Automation offerings.
• Maintain industry knowledge and expert status; remain current with internal and external product development and innovations.
• Develop and implement channel partnership strategies to drive merchant sales
• Manage relationships with partners to ensure growth and satisfaction
• Collaborate with internal and external/vendor partners to develop, drive and execute on specific go-to-market business development strategies
• Negotiate and manage channel partner contracts and agreements
• Identify and onboard new channel partners to expand market reach
• Ensure compliance with company policies and procedures in all channel partner activities
• Join Payments Sales Advisors in discussions with prospects or clients in order to validate the business needs, architect the solution set and present the offering.
• Manage the sales pipeline for assigned segments/industry verticals, keeping pulse on opportunities, activities and stages; report as needed to internal leadership and vendor partners
• Advance the prospect's decision-making process by creating a compelling reason to buy through defined marketing messaging and the presentation of KeyBank's value propositions.
• Share and implement best practices across the KeyBank sales organization and across the entire Solution Consultant team
• Conduct and validate process and needs assessments in order to perform tailored and effective product demonstrations either remotely or on-site at a prospect's location.
• Assist with responses to requests for proposals (RFP's).
• Own stewardship of the client experience by partnering with internal support and functional teams to increase client satisfaction
• Performs other duties as assigned; duties, responsibilities and/or activities may change or new ones may be assigned at any time with or without notice
• Complies with all KeyBank policies and procedures, including without limitation, acting professionally at all times, conducting business ethically, avoiding conflicts of interest, and acting in the best interests of Key's clients and Key.

Education Qualifications

• Bachelor's Degree in business (preferred)

Experience Qualifications

• 5+ years of experience in channel / partnership management or a related field required
• 2+ years of merchant experience required
• Proven success within a pre-sales or implementation of payment solutions is a strong plus
• Banking experience (preferred)
• Project Management experience (preferred)

Tactical Skills

• Ability to build effective relationships with Centers of Influence end users and decision makers in mid-market and large corporate companies.
• High level of intellectual curiosity, especially regarding the overall payments industry
• Excellent communication and presentation skills; proven ability to translate technical information to a general audience
• Strong interpersonal skills; ability to build rapport with internal and external stakeholders.
• Willingness to travel as necessary. The role requires travel for client or vendor meetings, training sessions or conferences, though many activities may also be supported by remote sessions.

Core Competencies

• All KeyBank employees are expected to demonstrate Key's Values and sustain proficiency in identified Leadership Competencies.

COMPENSATION AND BENEFITS

This position is eligible to earn a base salary in the range of $100,000 to $145,000 annually depending on location and job-related factors such as level of experience. Compensation for this role also includes eligibility for short-term incentive compensation and deferred incentive compensation subject to individual and company performance.

Please click here for a list of benefits for which this position is eligible.

Key has implemented a role-based Mobile by Design approach to our employee workspaces, dedicating space to those whose roles require specific workspaces, while providing flexible options for roles which are less dependent on assigned workspaces and can be performed effectively in a mobile environment. As a result, this role may be Mobile or Home-based, which means you may work primarily either at a home office or in a Key facility to perform your job duties.

Qualified individuals with disabilities or disabled veterans who are unable or limited in their ability to apply on this site may request reasonable accommodations by emailing HR_Compliance@keybank.com.

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